Understanding the Cultural Environment: U.S.-U.S.S.R. Trade Negotiations

“The Doves Capture Control of Trade,” The New York Times, October 23, 1983.

Weekly Compilation of Presidential Documents, June 21, 1982.

“Trends in East-West Industrial Cooperation,” Journal of International Business Studies (Fall 1981).

“Odds Seem Slim for Rise in Soviet Trade,” The New York Times, November 16, 1982.

Gorlin A. C. , “The Soviet Negotiating Style in East-West Commercial Negotiations,” paper presented at the Midwest Slavic Conference, Bloomington, IN, April 1978.

For example, see: Gulliver P. H. , Disputes and Negotiations: A Cross-Cultural Perspective (Downsview, Ontario, Canada: York University, 1979); Reischauer Edwin O. , The Japanese (Cambridge, MA: Harvard University Press, 1977); Mushakoji Kinhide , “The Strategies of Negotiation: American-Japanese Comparison,” in Laponce J.A. Smolker P. , eds., Experimentation and Simulation in Political Science (Toronto: University of Toronto Press, 1972); Japan/The Soviet Union, Business Intelligence Program Research, Report No. 600 (SRI International, 1978); Sheng Richard , “Outsider's Perception of the Chinese,” Columbia Journal of World Business (Summer 1979); Tsurumi Yoshi , “Your Checklist for an Approach to China,” Columbia Journal of World Business (Summer 1979); Wells L.T. , “Negotiating with Third World Governments,” Harvard Business Review (January/February 1977), pp. 72–80.

Business International, Doing Business with the U.S.S.R., U.S. Department of Commerce, Trading with the U.S.S.R., July 1977.

Flew A. , An Introduction to Western Philosophy (New York, NY: The Bobbs-Merrill Co., Inc., 1971), p. 79.

Hall E.T. , Beyond Culture (Garden City, NY: Anchor Press, 1977).

Robinson R. D. , International Business Management—A Guide to Decision Making (Hinsdale, IL: The Dryden Press, 1978).

Hall E.T. , The Silent Language (Garden City, NY: Doubleday, 1959).

Notably: Hall E.T. , op. cit., 1959, 1977; Fayerweather J. in The Executive Overseas (Syracuse, NY: Syracuse University Press, 1959); Hofstede G. , Cultures Consequences.

For example, see: Hall E.T. , op. cit., 1959, 1977; Wallin T.O. , “The International Executives Baggage: Cultural Values of the American Frontier,” Harvard Business Review (May/June 1960); Terpstra V. , The Cultural Environment of International Business (Cincinati, OH: South-Western Publishing Co., 1978); Graham J.L. , “A Hidden Cause of America's Trade Deficit with Japan,” Columbia Journal of World Business (Fall 1981), pp. 5–15.

Wallin , op. cit.

Constitution (Fundamental Law) of the Union of Soviet Socialist Republics, Novosti Press Agency Publishing House, Moscow, 1977.

Hall , op. cit., 1959.

Hofstede , op. cit.

Graham , op. cit.

Feonova L. Postolenko M. Nikitin S. , Organizatsia i Tekhnika Vneshney Torgovli SSSR (Moscow: Mezhdunarodnyie Otnoshenia Publishing House, 1974).

“Flowchart of U.S.-U.S.S.R. Trade Negotiations: A Soviet Perspective,” Management Decision Laboratory Working Paper Series, Graduate School of Business Administration, New York University, March 1980.

Committee on Foreign Affairs, Soviet Diplomacy and Negotiating Behavior (Washington, D.C.: U.S. Government Printing Office, 1979).

This article is based on research conducted under the U.S.-U.S.S.R. Agreement on Science and Technology. The coordinating agencies and related schools were the National Science Foundation and New York University (under the direction of Dr Myron Uretsky) and the State Committee for Science and Technology and the Academy of Foreign Trade, Moscow. Additional informal assistance was provided by the U S-U.S.S R. Trade and Economic Council. The Soviet view presented is that of the co-authors of this article based on Soviet documentation and interviews with Soviet and American professionals. Dr. Edward Beliaev and Thomas Mullen served on the U S research team at New York University.